SPO: 7 pages

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London School of Business & Management BTEC Level 5- HND

Unit Outcomes Covered: LO1. Understand the role of personal selling within the overall marketing strategy

LO2. Be able to apply the principles of the selling process to a product or service

LO3. Understand the role and objectives of sales management

LO4. Be able to plan sales activity for a product or service

GRADING OPPORTUNITIES AVAILABLE Outcomes/ Grade Descriptors

AC1.1 AC1.2 AC1.3 AC2.1 AC2.2 AC3.1 AC3.2 AC3.3 AC3.4 AC3.5

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Outcomes/ Grade Descriptors

AC4.1 AC4.2 AC4.3 M1 M2 M3 D1 D2 D3

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Assessor: Signature: ______________ Date: ___ /___ /_____

Centre No 79829

Unit No & Unit Title Unit 20: Sales Planning and Operations

Course Title HND Business [BTEC Level 5]

Assessor’s Name Kuldeep Pradhan

Assignment Title & Type SPO - Individual Assignment

Date Set 17 th

January 2017

Due Date 10 th

April 2017

Academic Year & Semester January 2017 Semester

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Tutor Notes Key Points:

 You should answer ALL questions in this assignment.

 Your assignment should be handed in by the deadline. This assignment must be your own

work and original.

 You are expected to apply Harvard referencing system to acknowledge any secondary

sources of information used to support your work in the assignment.

 You are expected to check spelling mistakes and grammar. There should be clarity of

expression in the report.

 Your work should be presented using an appropriate report structure that shows e.g Table

of Contents, Introduction, Discussion, Conclusions, References and Appendix (if

necessary).

 Your work should show evidence of factual content and understanding of the subject,

critical analysis, justifications, arguments and any relevant academic frameworks and

models.

Submission Regulations

1. “Assignment Front Cover Sheet” must accompany the assignment [now available from the Moodle].

2. Assignments must be submitted on or before the due date, via Turnitin. Please refer to the

LSBM Moodle for detailed assignment submission instructions.

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Assignment Tasks:

Task 1 Scenario – Electro-Cars Ltd Stephen & Liz, in partnership, run successful electric-cars dealerships (Electro-Cars Ltd) in England. They have garages with showrooms and workshops for servicing and maintenance of customer vehicles spread over several counties in England. Recently, sales of new and second- hand cars have been down. Although the business partners understand that this may have been the result of the economic recession, they are also concerned as several experienced sales staff have left and the current sales personnel are mostly inexperienced. Stephen & Liz want to revive their business by reinforcing the idea of „environmentally-friendly‟ & „economically‟ appealing cars delivered through competent sales personnel with excellent customer services. You are the consultant given the task to advise Electro-Cars Ltd on the way forward. You have been asked to specifically advise the company to look at the role of personal selling with a view to improving the effectiveness of the company‟s sales personnel in areas of B2B & B2C. Your report needs to consider the following:

1. Explain with examples, how personal selling can enhance advertising and sales promotions activities at Electro-Cars Ltd. AC1.1

2. Compare the buyer behaviour and the decision making process within B2B and B2C

context with reference to Electro-Cars Ltd. AC1.2 3. Analyse the role of the sales-teams in implementation of the overall marketing strategy

for the Electro-Cars Ltd. AC1.3 Your answers should be written in a suitable business style and should link any academic theories/studies to the business including appropriate research on business to customer (B2C) and business to business (B2B) selling as these concepts relate to the case scenario. Task 1 covers assessment criteria AC1.1, AC1.2 & AC1.3, D2

Task 2

Scenario – Power-point Presentation

You have been invited to prepare and carry-out Sales presentation to a panel of delegates comprised of individuals and representatives of businesses. 2.1 Prepare not more than 6 presentation slides for a sales presentation on a product or service of your choice with a view to closing a sale with prospective customers from the audience. 2.2 Produce planned speaker’s notes for each slide in order to illustrate how you would carry- out a sales presentation on your selected product or service.

Your presentation slides and speaker’s notes for the presentation should be clearly prepared in order to demonstrate how you have addressed assessment criteria AC2.1 and AC2.2. The slides and speaker’s notes should be submitted together with the rest of your work.

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Task 3 Scenario: Case Study – Acrylic Fabricators Ltd Acrylic Fabricators Ltd is a company that produces and markets polymer cups, teaspoons, knives and forks for the catering industry. The company was established in 1974 in response to the changes taking place in the catering industry. The growth of the fast food sector of the market was seen as an opportunity to provide disposable eating utensils, which would save on human resources and allow the speedy provision of utensils for fast customer flow. In addition, Acrylic Fabricators Ltd. has benefited from the growth in supermarkets and sells „consumer packs‟ through four of the large supermarket groups. The expansion of sales and outlets has led Tim Gordon, the sales manager, to recommend to Carol Jones, the general manager that the present salesforce of two regional representatives be increased to four. Gordon believes that the new recruits should have experience of selling fast-moving consumer goods since essentially that is what their products are. Jones believes that the new recruits should be familiar with polymer products since that is what they are selling. She favours recruiting from within the polymer industry, since such people are familiar with the supply, production and properties of polymer and are likely to talk the same language as other people working at the firm. Using the above case example in the scenario and any other relevant research, answer the following questions: 1. Explain with examples, how sales strategies can be aligned with corporate objectives in

organisations like Acrylic Fabricators. AC3.1, D3 2. Explain why the recruitment and selection procedures are important for Acrylic

Fabricators Ltd. AC3.2 3. Evaluate the role of Motivation at Acrylic Fabricators Ltd. You should also explain how

Remuneration and Training can be utilised as tools for motivation within Sales Management. AC3.3, D1

4. Explain how Acrylic Fabricators Ltd. can organise Sales activities in order to control sales

output. AC3.4, D3

5. Explain with examples, how effective Sales Management can be supported by the use of databases. AC3.5

Task 3 covers assessment criteria AC3.1, AC3.2, AC3.3, AC3.4 & AC3.5, D1, D3

Task 2 covers assessment criteria AC2.1, AC2.2, M3

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Task 4 Scenario – Currys (Dixons Carphone) Currys is a British electrical retailer operating in the UK and Ireland, owned by Dixons Carphone. It specialises in selling home electronics and household appliances, with 295 superstores and 73 high street stores. Smaller stores also trade under the Currys Digital brand in the UK, which was introduced to rebrand all former Dixons stores in 2006. Dixons stores in Ireland followed in August 2008, without the Digital suffix. (Dixons Carphone, 2015) As a Sales Manager of Currys, you are considering expansion into one emerging market. Select an example of an emerging market such as Brazil, Russia, India, China, South Africa, and answer these questions: 1. Investigate opportunities for selling internationally into your chosen emerging market.

AC4.2, M1

2. Investigate opportunities for using Exhibitions/Trade-fairs in your chosen emerging

market. AC4.3, M1

3. Develop a Sales Plan for a product category of Currys suitable for your chosen

emerging market. AC4.1, M2

Task 4 covers assessment criteria AC4.1, AC4.2 & AC4.3, M1, M2

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Grading Criteria (Pass, Merit & Distinction)

Learning Outcomes Assessment Criteria for Pass

LO1. Understand the role of personal selling within the overall marketing strategy

AC1.1 Explain how personal selling supports the promotion mix.

AC1.2 Compare buyer behaviour and the decision making process in different situations.

AC1.3 Analyse the role of sales teams within marketing strategy.

LO2. Be able to apply the principles of the selling process to a product/service

AC2.1 Prepare a sales presentation for a product or service.

AC2.2 Carry out sales presentation for a product or service.

LO3. Understand the role and objectives of sales management

AC3.1 Explain how sales strategies are developed in line with corporate objectives.

AC3.2 Explain the role of recruitments and selection procedure.

AC3.3 Evaluate the role of motivation, remuneration and training in sales management.

AC3.4 Explain how sales management organise sales activity and control of output.

AC3.5 Explain the use of database in effective sales management.

LO4. Be able to plan a sales activity for a product or service.

AC4.1 Develop a sales plan for a product or a service.

AC4.2 Investigate opportunities for selling internationally.

AC4.3 Investigate opportunities for using exhibitions or trade fairs.

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Grade Descriptors for MERIT Possible Evidence

M1 Identify and apply strategies to find appropriate solutions

M1: An effective approach to study and research has been applied to illustrate evidence of investigation in AC4.2 and AC4.3 using Harvard referencing format throughout in both citations and the reference list.

M2 Select / design appropriate methods / Techniques

M2: Selection of methods, techniques and sources has been justified while illustrating Sales Plan with clearly linked Objectives, Strategies and Tactics - AC4.1

M3 Present and communicate appropriate findings

M3: An appropriate structure and approach has been used in presenting and carrying out Sales Presentation - (AC2.1 & AC2.2)

Grade Descriptors for DISTINCTION

Possible evidence

D1 Use critical reflection to evaluate own work and justify valid conclusions

D1: Analysis shows critical reflection, evaluation and synthesis of ideas while evaluating role of motivation, remuneration and training in sales management – AC3.3

D2 Take responsibility for managing and organising activities

D2: Independence has been demonstrated in planning and organising in explaining the of role of personal selling and / or comparing buyer behaviour – AC 1.1, AC1.2 and AC1.3 using Harvard referencing format competently throughout in both citations and the reference list.

D3 Demonstrate convergent/lateral/ creative thinking

D3: Problems have been solved demonstrating understanding of academic frameworks and creative thinking in explaining how sales strategies are developed in line with corporate objectives - AC3.1 AND explaining how sales management organise sales activity and control of output – AC3.4

Scheme of Work SPO.doc

Scheme of Work

BTEC HND in Business

Module Title:Sales Planning & Operations(SPO)

January 2017 Semester

Module Leader:Kuldeep Pradhan

Module Lecturers:

Kuldeep Pradhan

Aims:

The aim of this unit is to provide learners with an understanding of sales planning, sales management, and the selling process, which can be applied in different markets and environments.

Learning Outcomes:

LO1 Understand the role of personal selling within the overall marketing strategy

LO2 Be able to apply the principles of the selling process to a product or service

LO3 Understand the role and objectives of sales management.

LO4 Be able to plan sales activity for a product or service.

Delivery:

This unit will be delivered through a combination of different methods that mainly include formal lectures (1 hour) and seminars (2hours). The lecture sessions will normally introduce the topics, and will be largely tutor-led. Seminars are designed to allow for in-depth discussion on the lecture topic, and provides opportunities for students to understand in more detail the linkages between the lecture content and the assessment for the module. During seminars, several methods and techniques that can be applied may include question and answer, group discussions and short presentations based for example on scenarios, video-clips and case study material.

Assessment:

The assessment of this module will take the form of4 Tasks based on the Learning Outcomes. Task 1, 3 and 4 will collectively be in the form of “Individual Assignment” based on varying scenarios for each task.Task 2 will take the form of “Individual/Pair Sales Presentation” for a Product Or Service of your choice. ‘Presentation’ Task will be due in week 5,(along with a signed contribution log for pair) . The tasks presented will cover learning Outcomes 1 – 4 (as given above), and will be designed to evaluate students’ understanding of the module content.

A completed assignment must reflect confidence that students have understood and can use the information that they have studied on the course and can present it in a manner that will receive at least aPASS grade, in order to pass the Module.

Essential Reading:

BPP (2013), Business Essentials: Marketing and Sales Strategy, London: BPP Learning Media Ltd. ISBN: 9781445368351

Jobber, D& Lancaster, G (2012), Selling and Sales Management, 9th Ed.Harlow: FT Prentice Hall. ISBN: 9780273762652

Recommended Reading:

Kotler.P, Armstrong.G, and Harris.L, (2013), Principles and Practice of Marketing. McGraw Hill.

Blythe. J, (2014)Principles and Practice of Marketing, 3rd Ed. Sage.

Gold J, Thorpe R and Mumford A (2010) Leadership and Management Development. CIPD.

Megginson D and Whitaker V (2007) Continuing Professional Development. CIPD.

Owen J – How to Lead(2009). 2nd Edition. Prentice Hall.

Pedler M, Burgoyne J and Boydell T (2006). A Manager’s Guide to Self Development. McGraw-Hill.

Journals

Journal of Personal Selling & Sales Management

Management Today (Haymarket Business Media)

People Management (Chartered Institute of Personnel and Development)

Professional Manager (Chartered Management Institute)

Marketing Business-Chartered Institute of Marketing.

Websites - Online Reading

www.businesslink.gov.uk- Interactive tools for creating a personal development plan through assessment of management and leadership skills

www.cipd.co.uk- Chartered Institute of Personnel and Development

www.managementhelp.org- Articles on leadership development planning and self-assessments for personal and professional development

www.management-standards.org.uk -Chartered Management Institute

www.mindtools.com -Time-management tools and activity logs

www.cim.co.uk - Chartered Institute of Marketing

www.bized.co.uk - Cengage Learning (EMEA) Limited

www.mckinsey.com/insights/marketing_sales - McKinsey & Company: Global Management Consulting

Scheme of Work